NEW QUESTION 1
Which four options are the top-level key areas of the business model canvas?

• A. products, services, solutions, outcomes
• B. infrastructure, offerings, customers, finances
• C. markets, channels, partners, customers
• D. resources, products, customers, markets

Answer: B

NEW QUESTION 2
Which two options are part of the five steps approach needed to conduct a stakeholder analysis? (Choose two.)

• A. Define ways to move stakeholders from their current to future position.
• B. Identify customer stakeholders.
• C. Define absolute power and interest of stakeholders.
• D. Generate consensus among stakeholders.

Answer: AB

NEW QUESTION 3
Which could be a layer within an enterprise architecture?

• A. Business services
• B. Service level commitments
• C. Organization's reporting structure
• D. Project office's governance practices

Answer: A

NEW QUESTION 4
Which two options comprise information you need to achieve successful outcome-based sales? (Choose two.)

• A. How stakeholders receive information and what information they want to receive.
• B. What information is communicated to stakeholders in a timely fashion.
• C. The stakeholder influencers, decision makers, and participating individuals throughout the process.
• D. The degree of affinity stakeholders have related to risk.

Answer: AC

NEW QUESTION 5
Which tool is leveraged by Cisco business architect for describing, visualizing, assessing, and changing business models?

• A. business model canvas
• B. business model agenda
• C. business model visualization
• D. business model framework

Answer: A

NEW QUESTION 6
Which three options are skills that business development teams should develop for outcome- based selling? (Choose three.)

• A. negotiation and communication
• B. transformative networking mindset
• C. outcome-based mindset
• D. lateral thinking
• E. critical thinking
• F. conflict management and resolution

Answer: ABC

NEW QUESTION 7
Which option is a difference in the set of QUESTION NO:s that Cisco's approach to outcomes-based sales uses in helping organizations to move from product to outcome-based sales?

• A. The product approach answers the QUESTION NO: of what product is needed, while the outcomes approach answers what capabilities are needed to achieve the solutions.
• B. The product approach answers the QUESTION NO: of how progress is displayed and correctly communicated, while the outcomes approach answers what the business objectives services must be included in each solution.
• C. The product approach answers the QUESTION NO: of what product is needed, while the outcomes approach answers what the business objectives and desired outcomes are.
• D. The product approach answers the QUESTION NO: of what capabilities are needed to deliver product & services, while the outcomes approach gives an answer to what the business rules and capabilities are.

Answer: C

NEW QUESTION 8
Which two options are benefits of effective communication with stakeholders? (Choose two.)

• A. It allows other strengths to create maximum impact.
• B. It lessen the impact of business weakness.
• C. It helps mitigate the intrinsic risks with negotiation.
• D. It allows effective interaction between stakeholders.

Answer: CD

NEW QUESTION 9
Which two QUESTION NO:s are used during high level outcome selling? (Choose two.)

• A. What are the technical restrictions of business?
• B. How is progress v
• C. outcomes measured?
• D. How does talent architecture influence the definition of business outcomes?
• E. How are the goals of top executives achieved?
• F. What capabilities are needed to achieve the outcomes?

Answer: BE

NEW QUESTION 10
Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?

• A. Using Next Generation IT to increase service qualit
• B. Also, reducing risk, complexity and costs
• C. Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
• D. Taking advantage of new technology to increase business relevance
• E. Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users

Answer: B

NEW QUESTION 11
Which two options are financial considerations related to determining business outcomes? (Choose two.)

• A. Capital Expenditures, Operating Expenses.
• B. Internal Return Rate, Discount Rate.
• C. Payback, Chargeback.
• D. Capital Expenditures, Working Capital.
• E. Chargeback, Show back.

Answer: AE

NEW QUESTION 12
Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)

• A. Advanced Routing
• B. Data Center and Virtualization
• C. Multilayer Switching
• D. Internet of Everything
• E. Remote Expert
• F. Service Provider Network Infrastructure

Answer: BD

NEW QUESTION 13
Which element is recommended to align solutions and services to the customer business?

• A. key performance indicator
• B. total cost of ownership
• C. goals and objectives
• D. critical success factor

Answer: D

NEW QUESTION 14
Which four options are components of the Seven Elements framework? (Choose four.)

• A. Commitment
• B. Relationship & Distribution
• C. Relationship & Communications
• D. Best Alternative
• E. Interests, Agenda & Normative
• F. Interests, Options & Legitimacy
• G. Alternatives, Opportunities & Legitimacy

Answer: ACDF

NEW QUESTION 15
Which domains of the Open Group Architecture Framework® are included in the customer knowledge phase of Cisco Business Architecture?

• A. business architecture, information systems architecture, technology architecture, opportunities solutions
• B. business architecture, architecture vision, technology architecture
• C. preliminary, architecture vision, business architecture
• D. business architecture, information systems architecture, technology architecture

Answer: C

NEW QUESTION 16
Drag and drop the components of a business case for change into the suggested order for presentation.

• A. Mastered
• B. Not Mastered

Answer: A

Explanation:

NEW QUESTION 17
Which option must you know when you plan to negotiate or reach agreement?

• A. underlying Interests of the stakeholders
• B. timing for decision on purchases
• C. the customer budget
• D. Cisco offerings

Answer: A

NEW QUESTION 18
What is the benefit of using the Business Model Canvas to understand and describe the customer's business?

• A. It is a mandatory tool in every business school.
• B. Business models are the same across industry verticals.
• C. Understanding the customer business model is essential for determining the right business outcomes.
• D. Each organization has multiple business models.

Answer: C

NEW QUESTION 19
Which two options are features of Cisco Sales Connect? (Choose two.)

• A. Ability to create personalized "briefcases" of content that you can save once, and access from anydevice.
• B. Single place to find business proposals and instructor led training related to Cisco Partners.
• C. Access to kits of bundled content including IOS images and more.
• D. Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.

Answer: AD

NEW QUESTION 20
Which two benefits does IT as a Service provide to the customer? (Choose two.)

• A. Reduced OPEX.
• B. Reduced CAPEX.
• C. Reduced ROI.
• D. Reduced TCO.
• E. Reduced Chargeback.

Answer: BD

NEW QUESTION 21
Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)

• A. In product-based sales the customer knows the issue and is likely to fix it, in outcome- based sales the customer understands the business goal and what success looks like.
• B. In product-based sales the customer expects to make product comparisons, in outcome- based sales the customer decides whether to make an investment based on comparing current and future state.
• C. In product-based sales the customer may or may not be aware of the opportunity or problem, in outcomebased sales the customer will answer QUESTION NO:s to clarify pain points.
• D. In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a change.

Answer: AB

NEW QUESTION 22
Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)

• A. Executives
• B. Influencers
• C. Employees
• D. Decision makers
• E. Suppliers

Answer: ACE

NEW QUESTION 23
What is a primary benefit of asking QUESTION NO:s to stakeholders who do not have strong decision authority over project funding, but who do have relevant experience?

• A. It shows them that you are interested in their opinions.
• B. The more data, the better.
• C. It can find requirements or opportunities that are relevant to future discussions.
• D. It shows the decision makers you are taking the initiative to get input from people that they might not have identified for interviews.

Answer: C

NEW QUESTION 24
Which are the four types of requirements for aligning outcomes to business needs?

• A. Business, Functional, Strategic, Tactical
• B. Strategic, Tactical, Operational, Procedural
• C. Functional, Operational, Administrative, Strategic
• D. Business, Technical, Functional, Transitional

Answer: D

NEW QUESTION 25
Which two characteristics of customer relationship management are true? (Choose two.)

• A. building and maintaining rapport with relevant individuals
• B. introducing technology solutions to the customer
• C. increasing customer spend on technology hardware and software
• D. enticing customer with deep discounts and promotions
• E. moving the customer toward positive decisions about investments and initiatives

Answer: AE

NEW QUESTION 26
What impact on business can cloud technologies provide?

• A. Reducing travel expenses and enhancing productivity
• B. Reducing application's response time to streamline transactions and getting better customer and employee satisfaction
• C. Reducing project risk
• D. Improving green brand awareness

Answer: C

NEW QUESTION 27
What is a key differentiator of the Cisco Data Analytics market solution?

• A. It manages a higher volume of data than the competition.
• B. It sets new standards for data capture and storage.
• C. It includes a new Cisco category of cloud applications.
• D. It offers an end-to-end industry platform.

Answer: D

NEW QUESTION 28
Which two options are examples of Key Performance Indicators? (Choose two.)

• A. Percentage of job offers accepted
• B. Perception level of satisfaction of customers
• C. Quantity of new organizational goals
• D. Revenue growth versus industry benchmark

Answer: AD

NEW QUESTION 29
Drag and drop the financial benefits on the left to the direct and indirect spaces on the right.

• A. Mastered
• B. Not Mastered

Answer: A

Explanation:

NEW QUESTION 30
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